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Real Estate Agent Success Calls — Business
Real Estate Agent Success Calls

Talk show with top real estate agents, brokers, and Realtors sharing success tips, ideas, and advice

Latest Episodes:

Lance Loken Team — SC129: Lance Loken. Corporate Strategies Applied To A Real Estate Team. Plan 10 Years Ahead. Setting Big Huge Audacious Goals. Selling 992 Homes In One Year. Aug 27, 2018
Show notes

Lance Loken SUCCESS CALL

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:31

Website:

TheLokenGroup.com

Bonus:

To access The Loken Group DropBox folder with their Operations Manual, click the link below (limited time):

TLGshares.com

Background:

Lance Loken is with Keller Williams Realty in Houston, Texas. Last year he and his team closed 992 transactions with a total sales volume of 218 million. His average sales price was 219 thousand of which 46% were buyers and 54% were sellers. He has a 37 member team: 7 buyer agents, 3 listing agents, 8 inside sales agents, 9 support, 2 builder relations, 1 recruiter, 6 outside support, and 1 team leader.

Lance Loken is the team leader of The Loken Group. He has been an agent for 5 years. He and his team have sold 2,278 homes in their short 5 year career.

In this call, Lance talks about:

Applying lessons from high-level corporate America to his real estate team

His quick start and selling 49 home his first year

How he personally sold 200 homes in 2014

Closing 992 homes last year with only 10 production agents in the field who averaged 99 closings each

How his listing agents are averaging 15-20 listings per month

Setting big, huge, audacious goals and a plan to achieve them

Planning 10 years into the future

Why focusing on team culture is the key to individual success

Planning for success with a mission, vision, and values statement

Empowering your people to make decisions and drive the organization forward

5 key people and succession stacking in each of 5 departments

Focusing on and mastering only one new lead generation source each year

How to generate business from past clients, sphere of influence, expired listings, home builders, radio & TV ads, and agent referrals

Team dynamics, compensation, profit margins and more

2015 Stats:

992 closings

218 million sales volume

37 member team:

7 buyer agents

3 listing agents

8 inside sales agents

9 support

2 builder relations

1 recruiter

6 outside support

1 team leader

Niche:

expired listings

agent referrals

radio & TV ads

home builders

repeat & referrals

past clients

sphere of influence

(originally published on 05/07/16)

Jenny Ames — SC128: Jenny Ames. Working The Luxury Market. Finding Your Portal Into High End Homes. What High Net Worth Clients Want From An Agent. Aug 25, 2018
Show notes

Jenny Ames SUCCESS CALL

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:49

Website:

ColdwellBankerHomes.com/JennniferAmes

LiveAndPlayInChicago.com

Background:

Jenny Ames is with Coldwell Banker in Chicago, Illinois. Last year she closed 111 transactions with a total sales volume of 141 million. Her average sales price was 1.2 million of which 31% were buyers and 69% were sellers. She has a 15 member team: 5 sales agents, 1 listing coordinator, 1 concierge service, 1 contracts coordinator, 1 weekend office manager, 1 marketing director, 1 bookkeeper, 1 team manager, 1 executive assistant, 1 personal assistant, and 1 team leader.

Jenny Ames is the team leader of the Jennifer Ames Chicago team. She’s been an agent for 22 years. In her best year (2014), she closed 144 transactions worth 160 million. Jenny has sold over 1.5 billion in her career, making her a Billion Dollar Agent.

In this call, Jenny talks about:

Being named “Rookie of the Year”

How she ranked #3 in Chicago by her 3rd year in the business

Intentionally working the luxury market from day one

How to quickly gain market knowledge and become the expert

Looking for your portal into the luxury market

Removing the “Chinese Wall” between your personal and business worlds

Lifestyle selling

Why networking is important and how to do it right

How to differentiate yourself with photo quality and copywriting

Why you should never use a 35 mm lens camera to photograph the interior

Why listing syndication fails to inspire and how you can correct it

Focusing on the details is the key to success in the luxury market

How to market to past clients and sphere of influence with small and large events

Team dynamics, profit margins and more

2015 Stats:

111 closings

141 million sales volume

15 member team:

5 sales agents

1 listing coordinator

1 concierge service

1 contracts coordinator

1 weekend office manager

1 marketing director

1 bookkeeper

1 team manager

1 executive assistant

1 personal assistant

1 team leader

Niche:

luxury

networking

repeat & referrals

past clients

sphere of influence

(originally published on 04/21/16)

Kauffman and Weaver — SC127: Kauffman and Weaver. Expansion Team Growth With A Multi-State Hub-And-Spoke Model. How To Find Expansion Agents. Training And Accountability. Leverage Through Delegation. 3 Main Lead Generators. Plus 3 Different Referral Sources. Aug 23, 2018
Show notes

Kauffman and Weaver SUCCESS CALL

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:55

Website:

Group4610.com

Background:

Kevin Kauffman and Fred Weaver with Keller Williams Realty in Tempe, Arizona. Last year they closed 382 transactions with a total sales volume of 79 million. Their average sales price was 206 thousand of which 51% were buyers and 49% were sellers. They have a 53 member team: 35 sales agents, 4 regional sales managers, 4 transaction coordinators, 2 listing coordinators, 4 assistants, 1 director of administration, 1 director of operations, and 2 team owners.

Kevin Kauffman and Fred Weaver are the team leaders of Group 46:10. Kevin’s been and agent for 8 years and Fred for 11 years. Their expansion team works 8 markets in 4 states.

In this call, Kevin & Fred talk about:

Succeeding in a recession by becoming experts at Short Sales

Building a 7th Level team that worked … then failed

Jumping back into the business to list & sell while rebuilding from the ground up

Growth through a multi-state hub-and-spoke expansion team

What happens in the hub main office

How they find agents to work the expansion offices

Focusing on the 3 main lead generators of their sales agents: sphere of influence, prospecting, and open houses

Training and accountability

Leverage through delegation

The 3 different referral sources: single agent, partners, and referral companies

Creating a interdependent lead generation model

Their goal to have 500 expansion partners

Team dynamics, compensation, profit margins and more

2015 Stats:

382 closings

79 million sales volume

53 member team:

35 sales agents

4 regional sales managers

4 transaction coordinators

2 listing coordinators

4 assistants

1 director of administration

1 director of operations

2 team owners

Niche:

expansion teams

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 04/17/16)

Erik Hatch — SC126: Erik Hatch. From 50 To 500 Closings In 5 Years. How To Find The Right Team Members. 10 Hour Hiring Process. Showing Partners. The 300k Per Year Buyer Agent. How 2 ISAs Added 280 Closings Last Year. Aug 21, 2018
Show notes

Erik Hatch SUCCESS CALL

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:48

Website:

LiveFargoMoorhead.com

ErikHatch.org

SellAHomeSaveAChild.org

Bonus:

To download JPG, right click link below photo and “save as” to your computer:

Erik Hatch – Mailer – Pie Giveaway – Front

Erik Hatch – Mailer – Pie Giveaway – Back

Background:

Erik Hatch is with Hatch Realty in Fargo, North Dakota. Last year he closed 516 transactions with a total sales volume of 108 million. His average sales price was 210 thousand of which 58% were buyers and 42% were sellers. He has a 27 member team: 4 buyer agents, 4 showing partners, 3 listing agents, 2 listing assistants, 3 inside sales agents, 1 sales manager / productivity coach, 2 transaction coordinators, 1 marketing director, 1 photographer, 1 graphic designer, 1 event coordinator, 1 expansion partner, 1 front desk, 1 broker, and 1 team leader.

Erik Hatch is the team leader of the Erik Hatch Team. He has been an agent for 10 years.

In this call, Erik talks about:

How he went from selling 50 homes to 500 homes in 5 years

Selling zero homes his first year

For the first 5 years, he was a part-time agent and sold 58 homes in total

In the sixth year, he went full-time and sold 52 homes with 1 part-time assistant

The next year, he multiplied his production by a factor of 4 and sold 192 homes

The next year, his team sold 246 homes while Erik personally sold 151 homes

How to find and hire the right people

Why you want to “hire culture and train skill”

Description of his 10 hour hiring process

The “buyer agent – showing partner” model: who does what and compensation

The 300k per year buyer agent

His top listing agent listed 125 homes last year

How 2 socially awkward ISA’s converted an extra 280 transactions last year

Why lead conversion is more important than lead generation

Follow up strategy and script

Why he and his team never asks for a referral, yet get 50% of their business by repeat and referrals from past clients and sphere of influence

7 past client event themes that result in business

Team dynamics, compensation, profit margins and more

2015 Stats:

516 closings

108 million sales volume

27 member team:

4 buyer agents

4 showing partners

3 listing agents

2 listing assistants

3 inside sales agents

1 sales manager / productivity coach

2 transaction coordinators

1 marketing director

1 photographer

1 graphic designer

1 event coordinator

1 expansion partner

1 front desk

1 broker

1 lead agent

Niche:

7th level team

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 03/21/16)

Matt Curtis — SC125: Matt Curtis. His Internet Lead Generation And Conversion Process That Resulted In 100 Closings In Last Year Including Cost Per Lead And Cost Per Sale. The Best CRM For Internet Leads. Getting 200 Online Reviews. The Script For His Most Effective Follow Up Text Message. Aug 19, 2018
Show notes

Matt Curtis SUCCESS CALL

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:26

Website:

MattCurtisRealEstate.com

Background:

Matt Curtis is with Matt Curtis Real Estate in Madison, Alabama. Last year he closed 218 transactions with a total sales volume of 44 million. His average sales price was 204 thousand of which 63% were buyers and 37% were sellers. He has a 15 member team: 7 buyer agents, 1 listing partner, 1 college graduate buyer agent, 1 new home sales agent, 1 closing coordinator, 1 closing assistant, 1 runner, 1 marketing manager/recruiter, and 1 team leader.

Matt Curtis is the team leader of the Matt Curtis Real Estate team. He has been an agent for 10 years. He sold almost 950 homes in his career.

In this call, Matt talks about:

How he sold 2 homes his first week and 35 homes his first 6 months

The promotion he used to sell 11 homes in 2 hours

His internet lead generation and conversion process that resulted in 100 closing last year

His cost per lead and cost per sale numbers for Zillow, Commissions Inc., and Tiger Leads

His lead distribution system including the perfect number of leads per agent

How to get a hold of 90% of your internet leads within 48 hours

How he got a 6-to-1 ROI on his internet leads and shares the cost with his lender

The CRM he likes best for tracking and converting his leads

How to use your internet leads to sign more listings

Using mass text messages and his most effective text script

How to keep your agents on track with weekly reviews and coaching

Why he has over 200 online reviews and how he gets them

Keys to working with new home builders

Simple past client marketing plan that resulted in 11% of list repeating or referring

Team dynamics, compensation, profit margins and more

2015 Stats:

218 closings

44 million sales volume

15 member team:

7 buyer agents

1 listing partner

1 college graduate buyer agent

1 new home sales agent

1 closing coordinator

1 closing assistant

1 runner

1 marketing manager/recruiter

1 team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 03/07/16)

Linda McKissack — SC124: Linda McKissack. She Entered Real Estate With 600k In Debt (Find Out Why). 27 Years Later She Has 3 Million In Passive Income. Find Out How She Did It (Probably Not What You Think). Aug 17, 2018
Show notes

Linda McKissack SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:48

Website:

NorthTexasRealtyExperts.com

LindaMcKissack.com

Background:

Linda McKissack is with Keller Williams Realty in Denton, Texas. Last year her team closed 250 transactions with a total sales volume of 50 million. Her average sales price was 200 thousand of which 50% were buyers and 50% were sellers. She has a 12 member team: 6 buyer agents, 2 admin team, 1 marketing, 1 receptionist, 1 runner, and 1 lead agent.

Linda McKissack is a 7th Level team owner who’s removed herself from the day-to-day operation, yet retains an ownership position and receives a passive income stream. She has been an agent for 27 years. In her best year (2012), her team sold 300 homes worth 62 million and earned a GCI of 2.2 million.

In this call, Linda about:

The huge upside the real estate business offers

How she went from 600 thousand in debt with she began her real estate career to earning 3 million per year in passive income today

Using big models to achieve big results

How to turn your time consuming real estate practice into a 7th level team that runs without you and pays you a passive income stream year after year

Why you want to hire and partner with “empire builders” and build a “bigger brighter future” for you and your team members

The downside to doing everything yourself and living commission check to commission check

Opening your eyes to new possibilities, walking through natural doors, and building a business bigger than you initially imagined

How to structure the sale of your team and receive a 10 year income stream

Building a 30 million dollar real estate portfolio filled with little rental houses that generate 146 thousand dollars per month in rental income

Expanding from agent to team leader to office broker to region owner

How she helped other offices grow and now receives 1.2 million per year in passive income

And much, much more

2015 Stats:

250 closings

50 million sales volume

12 member team:

6 buyer agents

2 admin team

1 marketing

1 receptionist

1 runner

1 lead agent

Niche:

7th level team

sell the team

passive income

wealth creation

(originally published on 02/21/16)

Blythe Team — SC123: Blythe Team. With Limited Funds Telephone Prospecting Is Your Fastest Path To Success. Referral Script For Calling Friends, Family, And Past Clients. Referrals From Networking Clubs. Power Of Following A Daily Schedule. Aug 15, 2018
Show notes

Blythe Team SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:45

Website:

BrentBlythe.CBShome.com

Bonus:

To download PDF, right click and “save as” to your computer:

Blythe Team – Magnet Sports Schedule

Blythe Team Postcard (Front) Client Appreciation

Blythe Team Postcard (Back) Client Appreciation

Blythe Team Postcard (Front) Top Sellers

Blythe Team Postcard (Back) Top Sellers

Blythe Team eNewsletter (page 1)

Blythe Team eNewsletter (page 2)

Background:

The Blythe family team is with CBS Home Real Estate in Omaha, Nebraska. Last year they closed 128 transactions with a total sales volume of 24 million. Their average sales price was 187 thousand of which 54% were buyers and 46% were sellers. They have a 6 member team: 3 team agents, 1 showing agent/inspection specialist, 1 administrative assistant, and 1 team leader.

The Blythe Real Estate Team is a father, mother, son team. Father Brent has been an agent for 28 years, mother Lesa for 12 years, and son Chad for 6 years.

In this call, Brent and Chad talk about:

Getting a fast start with limited funds

The key to working successfully with your family members

Why telephone prospecting it the fastest, cheapest, most profitable way to generate leads and build the foundation of your business

How to cultivate your past clients and sphere of influence

Why 76% of their business is by repeat and referral and the simple annual marketing plan they use to make it happen

Script and approach for calling your past clients and sphere of influence

The importance of systems and how to create them

Why you want to establish a daily schedule

The value of a coach

Networking clubs to build relationships and give and get professional referrals

Why you might want to hire an Inspection Specialist

Team dynamics, compensation, profit margins and more

2015 Stats:

128 closings

24 million sales volume

6 member team:

3 team agents

1 showing agent/inspection specialist

1 administrative assistant

1 team leader

Niche:

phone prospecting

networking

repeat & referrals

past clients

sphere of influence

(originally published on 02/07/16)

Edie Israel — SC122: Edie Israel. Going From Finding Clients In Costco To Selling Luxury Homes. Best Ways To Pick Up High End Clients. Luxury Broker Package. Targeting Upscale Homes Through Geographic Farming. Aug 13, 2018
Show notes

Edie Israel SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:24

Website:

EdieSellsHomes.com

Background:

Edie Israel is with Coldwell Banker in Yorba Linda, California. Last year she closed 64 transactions with a total sales volume of 44 million. Her average sales price was 698 thousand of which 30% were buyers and 70% were sellers. She has a 4 member team: 3 partners and 1 licensed assistant.

Edie Israel is the team leader of The Edie Israel Team. She has been an agent for 12 years. In her best year (2013), she sold 68 homes worth 49 million.

In this call, Edie talks about:

How she got a fast start and sold 23 homes her first year by working with a relocation director and working at the local Costco Roadshow

How she moved into luxury home sales by targeting neighborhoods she likes

Selling a 5 million dollar home

How to find luxury clients and how she found her first high end client

Her luxury broker package

How to put on a successful Broker Preview for industry participants

Expanding her market, reputation, and reach through geographic farming and direct mail by starting with 1,000 home farm and growing to 60,000 homes per month that is resulting in a 4-to-1 ROI

What her direct mail piece looks like

How to get and use Zillow Testimonials to improve your internet reputation

Her annual marketing plan for past clients and sphere of influence

What she says when she calls her past clients

How to work with your spouse

Team dynamics, profit margins and more

2014 Stats:

64 closings

44 million sales volume

4 member team:

3 partners

1 licensed assistant

Niche:

luxury

geographic farming

repeat & referrals

past clients

sphere of influence

(originally published on 01/21/16)

Debbie Yost — SC121: Debbie Yost. How She Went From Listing 125 Homes Per Year By Herself To Setting Up A 7th Level Practice That Runs Without Her. Why Systems Are The Key To Long Term Success (Plus How To Set Systems Up). Aug 11, 2018
Show notes

Debbie Yost SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:28

Website:

YostHomes.com

DebbieYost.com

Background:

Debbie Yost is with Re/Max in Casa Grande, Arizona. Last year she and her team closed 251 transactions with a total sales volume of 33 million. Her average sales price was 131 thousand of which 42% were buyers and 58% were sellers. She also manages 128 rental units with 125 thousand in monthly rents. She has an 18 member team: 5 buyer specialists, 4 listing partners, 1 receptionist, 1 closing manager, 1 listing manager, 2 property managers, 1 photographer, 1 sign installer, 1 partner, and 1 team leader.

Debbie Yost is the team leader of Yost Realty Group. She has been an agent for 35 years. In her best year (2005), she sold 330 homes worth 56 million. She’s sold about 10,000 homes in her career.

In this call, Debbie talks about:

How she got a fast start in real estate

Why getting education early is so important

How she went from listing 125 homes per year by herself to setting up a 7th Level business that runs without her so she can travel the world

What systems are, why they are important, and how you set them up

How to create harmony in a family run business with a wife, husband, and daughter at the helm

Why there is no such thing as a true real estate emergency

How to pay for your kid’s (or grandkid’s) college … and even retirement … while they are young

How to prioritize and work on the highest dollar productive activities first

Creating happiness, loyalty, and longevity with your team members

How to hire the right person and what to do during the 90 day probation period

Why it takes 2 years for a new agent to learn the mechanics and finesse of sales

Team dynamics and more

2014 Stats:

251 closings

33 million sales volume

18 member team:

5 buyer specialists

4 listing partners

1 receptionist

1 closing manager

1 listing manager

2 property managers

1 photographer

1 sign installer

1 partner

1 team leader

Niche:

repeat & referrals

past clients

sphere of influence

(originally published on 01/07/16)

Nick Shivers — SC120: Nick Shivers. How He Sold 48 Homes His First Year By Circle Prospecting And Door Knocking. Script For Calling Around Other Agents Listings To Find New Sellers Who Want To List. House Warming Parties. Team Agent Career Path. Aug 09, 2018
Show notes

Nick Shivers SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:24

Website:

NickShivers.com

Background:

Nick Shivers is with Keller Williams Realty in Portland, Oregon. Last year he closed 240 transactions with a total sales volume of 73 million. His average sales price was 306 thousand of which 42% were buyers and 58% were sellers. He has a 16 member team: 5 buyer agents, 2 listing agents, 2 inside sales agents, 1 sales manager, 1 administrative manager, 1 buyer coordinator, 1 listing coordinator, 1 runner, 1 chief financial officer, and 1 team leader.

Nick Shivers is the team leader of Westone Properties Group. He has been an agent for 13 years. In his best year (2013), he sold 329 homes worth 82 million.

In this call, Nick talks about:

How he got a fast start and sold 48 homes his first year by focusing on circle prospecting and door knocking

The script he used to call around other agents listings to find sellers

How to develop the team culture you want … and what to do if it’s not working

Achieving the 7th Level and letting the team run on autopilot

His marketing plan for repeat & referrals from past clients & sphere of influence

How he ranks his past clients to determine who should receive his attention first

Script he uses to call and qualify old forgotten leads

House warming parties to solidify your new client relationship and meet their friends and family

Radio ads that generate a 4 to 1 ROI

Tracking lead flow with the pink sheet

The career path for team agents including inside sales agent, showing agent, buyer agent, and listing agent

Showing agent duties and compensation

Team dynamics, compensation, profit margins and more

2014 Stats:

240 closings

73 million sales volume

16 member team:

5 buyer agents

2 listing agents

2 inside sales agents

1 sales manager

1 administrative manager

1 buyer coordinator

1 listing coordinator

1 runner

1 chief financial officer

1 team leader

Niche:

circle prospecting

FSBOs

expireds

radio ads

repeat & referrals

past clients

sphere of influence

(originally published on 12/21/15)

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